An expert consultant on performance and a speaker on sales improvement provide seven keys to mastering the art of the conversations that can build a rapport, increase trust and lead to successful business development.

A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected prof...

I wish I had had this book nineteen years ago, when we founded Google. Or even before that, when I was only managing myself! As much as I hate process, good ideas with great execution are how you make magic. And that's where OKRs come in. John Doerr showed up one day in 1999 and delivered a lecture to us on objectives and key results, and how we should run the company based on his experience at Intel. We knew Intel was run well, and John's talk made a lot of intuitive sense, so we decided we'd give it a try. I think it's worked out pretty well for us. OKRs are a simple process that helps drive varied organizations forward. We have adapted how we use it over the years. Take it as a blueprint ...

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sal...

"From the highly acclaimed, multiple award-winning Anthony Doerr, a stunningly ambitious and beautiful novel about a blind French girl and a German boy whose paths collide in occupied France as both try to survive the devastation of World War II. Marie Laure lives with her father in Paris within walking distance of the Museum of Natural History where he works as the master of the locks (there are thousands of locks in the museum). When she is six, she goes blind, and her father builds her a model of their neighborhood, every house, every manhole, so she can memorize it with her fingers and navigate the real streets with her feet and cane. When the Germans occupy Paris, father and daughter fl...

The first novel by the author of the acclaimed Pulitzer Prize-winning #1 New York Times bestseller All the Light We Cannot See, one of the most beautiful, wise, and compelling debuts of recent times. David Winkler begins life in Anchorage, Alaska, a quiet boy drawn to the volatility of weather and obsessed with snow. Sometimes he sees things before they happen—a man carrying a hatbox will be hit by a bus; Winkler will fall in love with a woman in a supermarket. When David dreams that his infant daughter will drown in a flood as he tries to save her, he comes undone. He travels thousands of miles, fleeing family, home, and the future itself, to deny the dream. On a Caribbean island, destitu...